Travel suppliers have more control of the online purchasing experience than ever before. However, they still face many challenges to drive ancillary revenue throughout the entire process. How do airlines, hotels, cruise lines and other suppliers connect their data and knowledge of the traveller to the right offer at the right time? Learn how leading travel brands use effective upsells and cross-sells in their merchandising. Understand how advances in technology make it possible to offer additional products and services beyond the one big purchase. Panellists for this FREE webinar were: Robert Cole, founder, RockCheetah Consulting Kurt Heinemann, chief marketing officer, Monetate Kevin May, editor and moderator, Tnooz Gene Quinn, CEO and producer, Tnooz

1. Transforming the Supplier
Driven Booking Experience
Webinar
February 13, 2013
#TnoozMonetate

2. K
Kevin May Gene Quinn
Editor & Moderator CEO & Producer

3. Panelists
Robert Cole Kurt Heinemann
Founder Chief Marketing Officer
RockCheetah Monetate

4. Poll no. 1

5. Poll no. 2

6. Poll no. 3

7. Transforming the Supplier Driven
Booking Experience
Tnooz-Monetate Webinar
February 13, 2012
Image Credit: jiazi (cc|flickr)

8. Understanding the Traveler
• Multi-Step Travel Cycle
• Types of Travel Transactions
• Conversion to Loyalty
Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 1
Image Credit: don j schulte @ oxherder arts (cc|flickr)

9. Multi-Step Travel Process
• Inspiration
• Research
• Planning
• Validation
• Booking
• Travel Experience
• Sharing
Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 2
Image Credit: RobW_ (cc|flickr)

10. Types of Travel Transactions
• Stand-alone Component
• Value Added Combination
• Bundled Purchase
• Dynamic Packaging
• Sequential Packaging
• Distributed Packaging
Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 3
Image Credit: hirotomo (cc|flickr)

11. Revenue Opportunities
• Sales Transaction
– Upgrade
– Multiple Quantities
– Increase Duration
• Ancillary Product Sale
– Add Separate Product
– Bundle with a Related Product
• Question
– How to Maximize Lifetime Customer Value?
Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 4
Image Credit: sun dazed (cc|flickr)

12. Conversion to Loyalty
• Encounter a Stranger
• Convert to Visitor
• Convert to Shopper
• Convert to Customer (1x)
• Convert to Returning Customer (2x)
• Convert to Repeat Customer (3x+)
• Question
– Is a Repeat Customer a Loyal Customer?
Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 5
Image Credit: VinothChandar (cc|flickr)

13. Loyalty is Based on Shared Values
Value Drives Transactions ● Values Drive Loyalty
Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 6
Image Credit: maistora (cc|flickr)

14. Thank You
Questions?
Copies of the Presentation?
Comments?
Robert Cole
skype: robertkcole
twitter: @robertkcole
phone: +1.262.309.9560
web: rockcheetah.com
email: robert@rockcheetah.com
Tnooz - Monetate Webinar Transforming Supplier Driven Booking Experience Robert Cole ● RockCheetah | 7

15. Poll no. 4

39. Q&A

40. Thank You!
Replay and presentation from today’s webinar will be
available at www.tnooz.com
Please send your questions to kevin@tnooz.com